Head of Revenue Operations
About The Position
The Head of Revenue Operations is the Chief Revenue Officer’s commercial partner and owns the strategy, systems, data, and people that operate Foundry’s revenue engine, from planning and pipeline through billing. The role makes forecasting, quota setting, pipeline analysis, sales processes, and sales stages consistent and trusted across the Americas, EMEA, and APAC for an established, growing business with a broad, multi-product portfolio. The position translates growth targets into operating plans, including headcount and capacity modeling, segmentation, territories, account allocation, and rules of engagement. It owns forecasting methodology, pipeline analytics, sales process governance, cross-functional coordination, and Foundry’s revenue technology stack. The Head of Revenue Operations also deploys and measures AI-assisted workflows and helps unlock Foundry’s first-party data as a commercial asset.
Requirements
- 10+ years of experience in revenue operations, sales operations, or business operations, including 5+ years leading managers or multi-pillar teams.
- A proven track record building forecasting processes, quota and capacity models, and data governance relied upon by senior leaders.
- Experience earning the trust of a CRO, CFO, and sales leadership.
- Strong commercial and financial acumen, including the ability to build and explain financial and capacity models, distinguish bookings from recognized revenue and cash, and understand unit economics.
- Deep, hands-on HubSpot expertise, including administration, workflows, custom objects, and integrations; experience administering a CRM at scale is essential.
- Experience with order management, CPQ, or billing-adjacent systems and the quote-to-cash lifecycle.
- Working knowledge of a modern data stack, such as Snowflake and Tableau or comparable tools; comfort with SQL, spreadsheets, and BI tools; and ability to reconcile conflicting numbers and partner with analytics and Finance teams.
- Experience deploying AI or model-assisted workflows.
- Comfort leading through ambiguity and change, including restructuring teams, balancing FTE and contractor models, and building processes across globally distributed teams.
- Bachelor’s degree or equivalent experience.
Nice To Haves
- Experience in media, advertising, events, or marketing services.
Responsibilities
- Partner with the CRO to turn growth targets into operating plans covering headcount and capacity modeling, segmentation, territories, account allocation, and rules of engagement, tied to pipeline, productivity, and retention.
- Build business cases for investments in people, tools, and processes, and explain when an investment is not warranted.
- Support territory planning and analysis by evaluating market potential, identifying growth opportunities, and providing data-driven insights to optimize territory alignment and sales coverage.
- Own forecast methodology, pipeline inspection, and post-close, pre-live revenue forecasting.
- Run weekly, monthly, and quarterly forecast and business reviews, and deliver accurate, decision-ready reporting to the CRO and executive team.
- Define and govern sales stages, qualification standards, and win-rate, velocity, and coverage metrics across advertising, custom content, events, and lead generation.
- Identify concentration risk in top accounts and cross-sell and packaging opportunities across the portfolio.
- Coordinate across Sales, Customer Success, Finance, Marketing, and Operations, improving handoffs from sale through execution and renewal and creating a unified 360-degree account view.
- Own the revenue technology stack, including HubSpot CRM, Boostr order management, DealHub CPQ and automation, and the connected data stack; set its roadmap and govern access and change management.
- Deploy and measure AI-assisted workflows for account research, data enrichment, pipeline inspection, product recommendations, and talk tracks; validate outputs and track adoption and impact.
- Help unlock Foundry’s first-party data as a commercial asset.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
